The Patterson Principles of Selling
Language: English
Published by John Wiley & Sons Inc, 2004
- Hardcover
- New
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- Title
- The Patterson Principles of Selling
- Author
- Gitomer, Jeffrey
- Publisher
- John Wiley & Sons Inc
- Publication year
- 2004
- Condition
- New
- Binding
- Hardcover
- Language
- English
- ISBN 10
- 0471662623
- ISBN 13
- 9780471662624
People don′t like to be sold, but they love to buy," Jeffrey Gitomer likes to say. And he′s been saying it for years. When Gitomer began his research for this book, he discovered a quote by John Patterson, founder of National Cash Register, that was amazingly similar–"If the prospect understood the proposition, he would not have to be sold; he would come to buy." After discovering the similarities in their philosophies, Gitomer developed 32.5 principles of selling based on Patterson′s ideas. These principles capture the essence of what Patterson preached 100 years ago, with twenty–first–century adaptations and concepts for implementing his sales strategies. Patterson was the first to write a sales book on dealing with objections, the first to create and use a sales training tool, and the first to refer to prospects as "probable purchasers." And it was Patterson who created the demand for a receipt, now one of the most powerful pieces of paper in the world.
Each principle includes a quote from Patterson, one quote from Gitomer, and an occasional quote from another relevant person. Icons after each principle help readers understand how to think about the concept and adapt it to their needs, and how to turn that concept into action. The Patterson Principles of Selling are easily understood and just as applicable today as they were when Patterson developed them to sell cash registers. They offer a proven, commonsense approach to the sales process that will give salespeople the key to success today, tomorrow, and forever.
Jeffrey Gitomer (Charlotte, NC) is a leading authority on sales and customer service whose clients include BMW, Caterpillar, Coca–Cola, and Hilton Hotels, among others. He is also the author of the popular syndicated weekly column, "Sales Moves", read by more than 3.5 million people across the United States and Europe.
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Sharehousegoods
Colgate, WI, U.S.A.
AbeBooks seller since February 4, 2013
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Sharing is the best surprise When we share our excess with others we¿re often surprised by what we feel, what changes in us, and who we get to know in the process. Sharehouse Goods exists to create that experience for as many people as possible. Sharehouse Goods receives excess stuff from individuals or organizations (our sharers), and then we liquidate that stuff, creating jobs for people in Milwaukee. The process is simple: we receive what people are willing to share, and then we sell it online or at our storefront, creating revenue for the sharers (to keep or to donate), and jobs for people who are struggling to find employment. There¿s a lot of sharing going on, and even more surprises, at Sharehouse Goods.…
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